Thank you for standing by. This is the conference operator. Welcome to the Regional Management Corp. First Quarter 2022 Earnings Conference Call. [Operator Instructions] I would now like to turn the conference over to Garrett Edson of ICR. Please go ahead.

Thank you, and good afternoon. By now, everyone shared have access to our earnings announcement and supplemental presentation, which were released prior to this call and may be found on our website at regionalmanagement.com. Before we begin our formal remarks, I will direct you to Page 2 of our supplemental presentation, which contains important disclosures concerning forward-looking statements and the use of non-GAAP financial measures. Part of our discussion today may include forward-looking statements, which are based on management’s current expectations, estimates and projections about the company’s future financial performance and business prospects. These forward-looking statements speak only as of today and are subject to various assumptions, risks, uncertainties and other factors that are difficult to predict and that could cause actual results to differ materially from those expressed or implied in the forward-looking statements. These statements are not guarantees of future performance, and therefore, you should not place undue reliance upon them. We refer all of you to our press release, presentation and recent filings with the SEC for a more detailed discussion of our forward-looking statements and the risks and uncertainties that could impact the future operating results and financial condition of Regional Management Corp. Also, our discussion today may include references to certain non-GAAP measures. A reconciliation of these measures to the most comparable GAAP measure can be found within our earnings announcement or earnings presentation and posted on our website at regionalmanagement.com. I would now like to introduce Rob Beck, President and CEO of Regional Management Corporation.

Thanks, Garrett, and welcome to our first quarter 2022 earnings call. I’m joined today by Harp Rana, our Chief Financial Officer. We produced another set of outstanding financial and operating results in the first quarter, including strong and controlled growth. We posted top and bottom line quarterly records of $121 million of revenue, $26.8 million of net income and $2.67 of diluted EPS, and we continue to deliver robust returns of 7.3% ROA and 36.7% ROE. For the fourth straight quarter, we logged double-digit year-over-year growth in our net finance receivables and quarterly revenue, which were up 31% and 24%, respectively. We also increased our number of active accounts by 18% compared to the prior year. demonstrating our ability to capture new customers in new and existing markets while at the same time satisfying the evolving needs of our existing customers by graduating them to larger loans. Notably, we overcame the seasonal portfolio liquidation that typically is the hallmark of the first quarter. Thanks to the success of our strategic growth initiatives, we generated record first quarter originations of $326 million, up 39% from the prior-year period, and we grew our net finance receivables to an all-time high of $1.45 billion. Historically, our portfolio has experienced a normal seasonal runoff in the first quarter due to reduced demand and higher loan payments associated with tax refunds. Most notably, in the first quarters of both 2021 and 2020, our portfolio contracted by approximately $31 million. This quarter is the first time in over a decade that we’ve grown our loan portfolio organically in the first quarter of the year. That success is primarily attributable to strong loan demand across all channels. The investments we made in our growth initiatives during the pandemic, the expansion of our auto secured loan product and…

Thank you, Rob, and hello, everyone. I’ll now take you through our first quarter results in more detail. On Page 3 of the supplemental presentation, we provide our first quarter financial highlights. We generated net income of $26.8 million and diluted earnings per share of $2.67, both records with diluted EPS up 16% from the prior-year period. Our strong results were driven once again by significant year-over-year portfolio and revenue growth, a healthy credit profile, disciplined expense management and proactive management of interest rate caps. The business produced strong returns of 7.3% ROA and 36.7% ROE in the quarter. We continue to demonstrate our ability to drive revenue to our bottom line and generate robust returns. Turning to Page 4. Branch, digital, mail and total originations were all at record levels for a first quarter. We originated $199 million of branch loans, 20% higher than the prior-year period. Meanwhile, direct mail and digital originations of $127 million were 83% above first quarter 2021 levels. Our total originations were $326 million, up 39% year-over-year. On Page 5, we show our digitally sourced originations, which are underwritten in our branches by our custom credit scorecard and serviced by our branches. In the first quarter, digitally sourced originations were up 150% from the prior-year period and represented 28% of new borrower volume in the quarter. As a reminder, in 2021, we invested in building an enhanced digital prequalification experience, the benefits of which are evident in these results. We continue to meet the needs of our customers through our multichannel marketing strategy. And as Rob noted, we’re excited about our latest pilot of end-to-end digital origination functionality. Page 6 displays our portfolio growth and product mix through the first quarter of 2022. Despite the typical seasonal trends, we grew our portfolio sequentially in…

Thanks, Harp. First, I’d like to recognize and thank our hard-working team for another quarter of exceptional results. We continue to take market share and drive our portfolio to new highs, thanks to the investments we made throughout the pandemic in technology, the digital experience, geographic expansion and other growth strategies. Following a dip in the second quarter caused by provisioning for loan growth, we look forward to strong sequential net income growth in the third and fourth quarters as the revenue associated with our portfolio growth flows to the bottom line. We have many more exciting growth and innovation opportunities ahead of us this year and beyond, including geographic expansion to California and other states, the extension of our end-to-end digital lending capabilities to the rest of our network, the rollout of an enhanced customer portal and new mobile app and the continued growth of our auto secured loan products. As we’ve done in the past, we’ll accomplish this growth in a controlled manner with a focus on credit quality. Our credit profile remains very strong, with delinquencies and net credit loss rates still well below pre-pandemic levels. We continue to monitor the economic environment and the health of the consumer, and we remain well prepared to adjust our underwriting as warranted by changing conditions. We also maintained a healthy allowance for credit losses, including $16 million of macro-related reserves and a strong balance sheet and liquidity position, including $215 million of available liquidity. In addition, we’re protected against rising interest rates with fixed rate debt representing 89% of our total debt as well as interest rate caps that have already delivered substantial protection against rising rates. In summary, we remain well positioned to sustainably grow our business, expand our market share and generate additional capital for return to our shareholders. Thank you again for your time and interest. I’ll now open up the call for questions. Operator, could you please open the line?

[Operator Instructions] The first question comes from David Scharf with JMP Securities.

Rob and Harp, I guess, sort of a general question about how an investor should think about, I guess, really the asset profile of the business looking out maybe 18 months. I know you’re not providing 2023 guidance, but whether it’s credit quality or yield, so much of the forecasting is dependent on mix, and you’ve got so many balls in the air whether it’s entering new geographies, new channels, piloting digital end to end. And I guess this is a long-winded way of asking, is there an end point to how we should think about what ultimately is a normalized, in your view, total yield and loss profile for the business because it seems like the difference between small and large loans and other initiatives are still fluid.

Thanks for the question. So a little bit difficult to obviously give you a precise answer. But what I can tell you, and you’ve seen this in the past is since the start of the pandemic, we went from 74% of our portfolio in 2019 to being under 36% to 84% today. The real question is where does that kind of level out as. I don’t see in our strategic plans us getting out of the greater than 36% business. We feel that’s still a very attractive customer set. We have an opportunity to graduate those customers who improve their credit into larger loans at lower rates. And we think it’s a good thing for the communities to provide that opportunity access credit to those customers. That being said, when you look at our growth plans, and I’ll give you California as an example, that has an addressable market that’s 33% greater than what our addressable market is today, and we’re going to enter California sub-36%. So I would anticipate that the mix of business will continue to increase percentage-wise to sub-36%. Where exactly we land, I can’t really give you a precise figure right now. But I think you’ll gradually see that percentage increase. Hopefully, that’s helpful. And from a yield standpoint, again, I think if you’re looking at kind of near-term bias, and we did do some tightening in the quarter on some of our higher-risk segment, that’s leading to a little bit of yield compression. I think you will see a little bit of compression there. But at the end result, the biggest part of our portfolio is below 36%. So there’s not that much more compression risk on yields even if we increase the mix a little bit more towards sub-36% loans.

Got it. Got it. No, that’s helpful. And maybe just a quick follow-up on the entry into California. Given the size of the market, as we think about the investment, is this going to be primarily a digital-only market for you? Or are you going to have to build out a significant branch presence?

Look, we’re going to take the same approach that we’ve done in Illinois and Utah and now Mississippi. As we said in the call, Illinois has been a tremendous success. I mean, we’ve been open for 9 months with 6 branches and the average receivables per branch is $4.3 million versus our network average today of $4.1 million. Our network has been -- overall average has increasing substantially from -- in 2019, the average per branch was only $2.6 million. So as we look to get into California, our view is we will go through a light footprint strategy, enabled by digital capabilities and all the other growth initiatives we’ve invested in. And then as we seize the opportunity in front of us, we’ll figure out what that optimal level of branch network size is but it would be thinner than what you would expect in kind of a traditional model from several years ago.

And then just to clarify on that one. I think Rob said, the average of 9 months at the end of April for Illinois, it was 4.6%. And then the average for the company at the end of April was 4.2%.

The next question comes from John Hecht with Jefferies.

I guess, dovetail a little bit on David’s last question. You talked about yields maybe compressed because of mix shift, but I’m wondering maybe if you could dial in at the product level, any yield changes? And I mean, I guess, maybe even stepping a little forward, I know you’re in a really good spot from an interest rate perspective for a variety of reasons. But does the industry or do you consider passing on interest rate increases to the customers? Or is that really a whole different decision-making factor?

No. Actually, that’s a great question. I mean, when you look at where we sit today with 89% of our debt fixed, I think we’re in a much better position maybe than some of our peers. And so as we kind of dial in our new digital capabilities and we drive more efficiencies as we build more scale, I think we do have some pricing power to maybe attract customers with price if we choose to. So I think that everything we’ve done is just positioning us to have that kind of flexibility in the future. The other thing I would say about the degree of rate compression as we maybe continue to shift our mix a little bit more to large loans. One of the things you have to keep in mind is that the volume growth from a large loan strategy, sub-36%. From a revenue standpoint, you’re making up the loss yield on a small loan that maybe has a $1,000 balance by putting at a, call it, a 43% average APR and you’re putting on a large loan maybe at 30% that might have a $5,000, $6,000 or $7,000 balance. So while you’ll see some maybe yield compression, you’re going to make that up and then some because of the volume growth you’re going to get on the larger loans, and they’re obviously going to be better credit quality. And to that end, we’re also really leaning into the auto secured product. Now we’re not disclosing the progress at this point. We started it late last year, and we’re really leaning into it. But obviously, that product has a lower yield, but a much better credit performance as I think you’ve seen from competitors that are heavily into auto secured. So we feel like we’re in a really good position, if not great position. And I would say all the investments we’ve done in our digital capabilities are going to pay off in the future as it allows us to be more efficient and then figure out how we want to use that to drive demand.

And then, John, the only thing that I would add to that is I talked a little bit about how 89% of our total debt is also fixed. So from a cost of funds perspective in a rising rate scenario, again, that helps us out with the pricing power and allows us to be opportunistic.

Okay. That’s super helpful. And then I guess, maybe you talked about tightening in the lower -- or the higher risk categories, you have that itself is going to drive some mix shifts and so forth. But I’m wondering where do you -- are you seeing -- I mean, and this has sort of been a discussion point in the market. that the deeper subprime consumer is getting negatively impacted by inflation and it’s a real effect, but other cohorts don’t have the effect of getting crowded out by higher gas prices. Are you seeing that? Is that one of the driving factors for the underwriting changes? Or is there just a general focus on going upstream?

Yes. So a couple of factors here. So the higher risk segment certainly has normalized faster than the lower risk segment of our portfolio. And I think that’s probably true across the industry. It’s just naturally will normalize faster. As we said in our prepared remarks, those customers still are experiencing to date real wage growth and their balance sheets are relatively healthy. When we looked at the tightening that we just did, it was less about looking at kind of that FICO segment income band than it was looking at certain channels where we thought we were getting maybe not the same quality customers that we would like. And so we started tightening around the margins. But the net credit margin of those customers was still relatively good, but there was so much demand coming through in the first quarter, we made a decision from a productivity standpoint, probably first and then a credit standpoint, second, that you would rather take somebody’s work effort because remember, take the digital leads we get, they still get booked today in the branch until we roll out the end-to-end and then we have that opportunity for customers to avoid a branch. If we have a branch staff member that’s working on a small loan that’s $1,000 loan, and it may have a relatively high yield, but it’s going to have relatively high delinquencies and have to be collected. You can reposition that effort, so to speak, to a larger loan, a $5,000 or $6,000 loan, you might give up a little bit of yield, but you’re going to pick up more than that on the revenue line and have better credit performance in your portfolio. So when we undertook this credit tightening, it was really partly credit, but it was also to drive more efficiency for the business. And look, we run a very nimble organization, and we monitor our various cohorts from a credit standpoint. And so we have the ability to dial up and down as we see we need to. But that’s just part of the opportunity we saw and it really paid off in the first quarter because we grew the portfolio rather than liquidate it.

Okay. And then final question, you gave some good information about the loan balances per kind of cohort age of kind of the branches. I was just wondering, you’re going in a few new states this year, you do have a digital strategy alongside of that. Are the branches -- the newer physical branches, are they kind of growing and maturing at a similar pace than they did historically? Or is that dependent on a few different considerations?

Well, in the new states, and we do open up some branches in existing states as well. But in the new states, they’re much larger branches. They cover a wider geography. They could have staff members, 7, 10 people in the branches. So they’re much larger. They’re easier to manage that way because you don’t have the issues if people are out in terms of staffing levels. And the growth has been terrific because we’re able to extend the reach of those branches using our remote loan closing capabilities, obviously, our direct mail program and other marketing efforts to really drive disproportionate volumes than what we used to have in these new branches in a fitter network. But when you look at existing states where we add branches, I mean, the growth is still strong, but not as strong as you see in a new state where you have fewer branches.

The next question comes from Sanjay Sakhrani with KBW.

This is actually Steven Kwok filling in for Sanjay. The first one I had was just around like how we should think about the efficiency ratio going forward, given that you are entering into new markets. And at the same time, you’re also having your branch optimization strategy. If you could just talk us and help us think through that.

Yes. Thanks, Steven, and appreciate the question. From an efficiency standpoint, we did improve in the quarter. We are making progress as we get larger in size and more efficient in terms of the tools we have at our disposal to be more efficient as we run the organization. We’re still investing heavily in the business. So I can see the efficiency ratio ticking up and I’m talking over time before coming back down and improving as we really become more efficient as we roll out new states with fewer branches and leverage all the digital capabilities that we have developed and are developing.

Got it. Got it. And then any other incremental steps you can do around the capital management side. You guys are generating nice returns on top of the gains that you’re getting from the hedges that you have. I’m just curious as to perhaps an acceleration on the capital management front.

Look, what I would tell you is in terms of return to shareholders, we talk with the Board every quarter about our capital returns. We’ve done a terrific job since the beginning of the pandemic. I think since the start of 2019, we bought back on a diluted basis, about 17% of our shares. In the last year, I think it’s about 9.5% or 9.4% of our shares. So we feel like we’re doing a really good job returning capital to shareholders in addition to the quarterly dividend of $0.30, while still generating enough capital to support what is a very healthy growing business, which this quarter we grew 30% on the portfolio or 31% of the portfolio versus prior year. So I don’t think our approach going forward is going to be any different. We certainly had some outsized gains, as Harp described on our interest rate caps. It’s basically brought forward all the interest rate protection into the first quarter. It’s kind of nice that the 2-year rates, I guess, moved more in the last quarter than it has in the last 38 years. And so we reap the benefits of that. And the benefits we picked up on the interest rate caps more than self-funded the buybacks we’ve done so far on the last $20 million tranche. So that puts us in a very good position on the capital standpoint and gives us flexibility to fund future growth or other options depending on what we decide to do.

[Operator Instructions] The next question comes from John Rowan with Janney Montgomery Scott.

With the increase in charge-offs that are contemplated with the 2Q guidance, do you have any risks in any of the ABS facilities that you would trigger either an OC or an early amortization event?

No, not at all. And I know that there was some commentary in the market about what our trust had indicated in terms of loss rates. And look, it’s a little bit difficult to look at the securitization trust and form a line. In particular, we did a private ABS deal here in the fourth quarter, which is greater than 36% loans. And that’s the first time we’ve done an ABS deal greater than 36%. So kind of through the trends out and because that wasn’t part of the normal base. When we looked at our trust data, we were running at about 8.8%, maybe an 8.5% -- sorry, 8.85 or 8.8% loss rate. The trust don’t factor in growth. And so when you factor in the growth, we kind of landed at the 8.7%, which is what we reported. But not even close on any of the triggers and any of the troughs.

So you have -- there are OC triggers, -- are there amortization triggers as well? Or is it just -- I see just some of the trust to have OC language in the prospectus.

I’d have to get back to you on the specifics. I think one of them may have an OC trigger, but off the top of my head, I don’t recall which one, but happy to circle back with you on that.

This concludes the question-and-answer session. I would now like to turn the conference back over to Rob Beck for any closing remarks.

Thanks, operator, and thanks, everyone, for joining today’s call. As you heard on the call, we’re really happy with the first quarter results. We came in better than the guidance that we provided at the end of the last quarter, predominantly on strong volumes, which led to stronger revenues. We’re pleased that our delinquencies improved versus prior quarter and NCLs came in 50 basis points better. And even expenses ex the branch optimization charges came in better than we anticipated. So really, really strong performance. I guess the flip side of that, at least on the bottom line is when you grow by $20 million versus contract by $30 million on your portfolio, which we anticipated it’s another $5 million swing in CECL reserves that we had to keep. But all in all, really a great quarter. And the growth in the portfolio this quarter and the guidance we gave for second quarter growth in the portfolio will lead to strong top line and bottom line growth in the second part of the year. So really happy about that. I want to emphasize that we have strong growth, but it’s controlled. All of our credit metrics are still below 2019 pre-pandemic levels. I’d also say that, obviously, we did tighten a little bit on certain risk segments. But more importantly, the growth we’re getting is coming from our initiatives. It’s not coming from taking on more risk. In fact, our portfolio is becoming less risky given the increase in sub-36% loans. Our growth coming from new states, new products like auto secured and as we now add new partners on the digital channel. So -- and then we’re getting to new customers, as we mentioned, up 18% versus the prior year. So our plan is to continue to invest in growing our business and expanding nationally. A lot of really exciting things to come, as I said, new states like California, big opportunity. The end-to-end digital origination process as we roll that out further once we get comfortable with all the credit aspects. And of course, improving the customer experience with the enhanced customer portal and kind of the mobile app later this year. So we’re really excited about the future, but we are very mindful of the economic environment. We are watching all of our cohorts in the portfolio, laser-like focused on credit performance. And we have a nimble credit organization allows us to tighten and tighten quickly if we see anything. And so we think we’re well prepared for what the future holds. So again, thanks for joining today’s call. Talk to you soon.

This concludes today’s conference call. You may disconnect your lines. Thank you for participating. And have a pleasant day.